Task

The students are supposed to answer the following questions individually in essay format. All answers must be supported by B2B examples.

The topics covered in final assignment are Sales organization structure, salespeople management, sales indicators and measurement.

Questions:

1. Explain how Sales Forecasting is connected to the rest of the business and what are the implications for the sale teams.
2. Explain advantages and disadvantages of Inside and Outside Sales. In your opinion, what is the most effective sales organization structure?
3. Explain the importance of recruitment and selection in the sales department.